Blog Tour: Interview with Referral Expert Jill Lublin

I recently interviewed Jill Lublin, Author of Get Noticed… Get Referrals: Build Your Client Base and Your Business by Making a Name for Yourself, and this is one stop on her blog tour. Enjoy!

What are 3 tips you have for helping people overcome discomfort in a networking situation?

1.  Be pleasant, friendly, and fun - most importantly be yourself.  Just go out and be who you uniquely are - don’t put pressure on yourself.

2.  You can start slow - chose a goal that is most comfortable for you…. even if it is just to attend one networking event a quarter or to just make one new connection a month.

3.   Ask for help until you are comfortable approaching people yourself.  Go to networking events with a friend and ask him or her to introduce you to the people they know.  Connecting is addicting so once you get your feet wet, you’ll be on your way.

What’s the best method you’ve found for getting future clients to notice you?

I combine many different methods, but one of my favorite is just getting out there and making that old fashioned personal connection whether it be at a networking event or at one of my speaking engagements.

You talk a lot about forming networks in your book. How much of your business comes from networks you’ve joined?

It is really important to diversify and use many different methods for optimum results.  But many of the groups I am a member of I have been with for so long that when someone comes to them looking for publicity or speaking referrals they immediately think of me.  It is important in these networks to be very clear with the other members about what types of referrals you are looking for and don’t forget to ask them how you can help them as well.

I personally find it difficult to have enough time to network AND run my business. What’s your advice?

Networking can be done anywhere.  I have honestly made some great business connections in the ladies room.  There are places you are at every week like the grocery store, the dry cleaner, etc - open yourself up to the possibilities.  I always say public relations starts the minute you get up in the morning.

When you talk about referrals, is it always necessary to compensate someone for referring business to you?

If your business is going to involve referrals, clarify whether money or other compensation will be exchanged. Few things can destroy a relationship faster than misunderstandings and bruised feelings relating to referral fees. Specifically ask your referral partners if they are willing to give and expect to receive referral fees. If referral fees will be paid, clarify the amounts and how and when they will be paid.  It isn’t always necessary to compensate someone for referring business to you, but you should clarify the arrangement up front.

What’s your favorite myth or misconception you cover in Chapter 4?

MYTH    I can run my entire business.

Business is extremely complex. A physician may be a medical expert, but know little about business management, patient retention, advertising, scheduling appointments, insurance claims, or even keeping books. Yet he or she may try to take on these tasks until they are forced to get help.

REALITY

We all can’t do everything; business has become entirely too involved. Keeping most accounts and filing taxes usually is best left to specialists and it may not be where your time and effort should be spent. Even if you know how to run your business, you probably will not be as efficient as a business management specialist. Hire the best people you can afford; they will lighten your load and usually do a better job. They also could be a source of referrals, which could more than pay their costs. Build team and remember that you don’t have to build it all at once.

For more information about Jill Lublin Author of Get Noticed… Get Referrals: Build Your Client Base and Your Business by Making a Name for Yourself (Touring July 7 - August 1) visit http://virtualblogtour.blogspot.com/2008/06/jill-lublin-author-of-get-noticed-get.html. We invite you to visit various blog tour stops throughout the month to learn much more about Get Noticed… Get Referrals.